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Sales Excellence Leader

Company: Microsoft Corporation
Location: Sacramento
Posted on: August 7, 2022

Job Description:

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Do you want to be a key sales leader at one of the largest cloud companies in the world at the most exciting transformative time in the industry? Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn't anywhere else. This is a world of more possibility, more innovation, more openness, and sky's-the-limit thinking - a cloud-enabled world.

**Responsibilities**

**People Management**

Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

Model - Live our culture; Embody our values; Practice our leadership principles.

Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

Care - Attract and retain great people; Know each individual's capabilities and aspirations; Invest in the growth of others.

**Business Partnership and Support**

Contributes to sales and consumption growth through account or business planning. Coaches team to analyze the outlook and leverage business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, engagements & milestones and/or risks. Supports the integration, alignment and/or execution on the defined actions within the segment/region.

Coaches team to advise segment leads and partners or collaborate with peers to develop segment strategy for segmentation, territory planning, account assignment, and quota setting. Supports the process of sharing feedback, gaining alignment with Business and Sales Operations (BSO), and reviewing quota decisions.

Coaches team to orchestrate the Account/Portfolio/Consumption/Support/Partner Business Plan and drive the activation of sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan

quality. Guides team in reinforcement and review of quality plans within the segment/region.

Coaches team to maintain and/or define a predictable rhythm of the connection (RoC). Contributes to RoC activities to enforce great discipline and ensure quality outcome delivery. Ensure quality outcome delivery including SCRUM rhythm and acceleration and unblocking of milestones. Provides business insights and recommendations to effect positive changes. Identifies opportunities to streamline and improve the RoC cadence.

Advises and contributes to sales teams on sales and consumption motions/strategies for opportunity, engagement & milestone management (e.g., up-sell, cross-sell, renewal, recapture, baseline erosion). Contributes to operationalizing prioritized sales plays, industry solutions, and consumption motions. Identifies opportunities to generate new business, drive consumption, and accelerate the closing of existing opportunities, engagements & milestones.

**Sales, Consumption & Support Coaching for Growth and Transformation**

Coaches and builds relationships with sales team on executing key priorities. Engages sales team to become more effective coaches to their sellers. Helps sales team achieve increased individual and team capability, employee satisfaction, and collaborative selling/engagement efforts. May contribute to coaching on large deal, engagement & milestone pursuit.

Helps team improve awareness and clarity of Corporate or TimeZone programs among sales teams and managers. Provides resources for team to intake and adopt the plans to create new habits among sales/consumption/support teams or partners.

Coaches team to facilitate optimization and improvement in sales/consumption/support team processes and capabilities within the supported segment by assessing customer/partner needs, coaching team on methodologies, and providing resources to transform seller capabilities, sales/consumption/support processes, and/or partner engagement processes.

Coaches team to partner with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to remove sales, consumption & milestones roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Helps team generate input to sales/consumption teams to anticipate and mitigate risks. Coaches team to collect and communicate feedback on sales, consumption & milestones challenges or blockers through the right channel.

**Driving Sales, Consumption & Support Process Discipline**

Provides resources and coaching to help team apply key reporting tools and work on analytics. Reviews integrated findings from data analysis. Helps team leverage reporting and analytical capabilities to generate data-based insights and enable visibility into revenue/consumption and forecast for sellers, sales/consumption/support managers and leaders, or partners.

Ensures team readiness to promote sales and consumption process discipline, adherence to standards and excellence in execution, or pipeline health. Helps ensure consistency and excellence in the sales/consumption process within the segment/region. Shares best practices within their team.

Coaches team to advocate and support effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Shares subject matter expertise on the tools with team, sales managers, and/or partners. Reviews consolidated input from the supported area into the feedback loop.

**Supporting Executive Capacity**

Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment lead

**Qualifications**

**Required/Minimum Qualifications**

+ 8+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field

+ OR equivalent experience.

+ 5+ years of experience using data to drive business outcomes or inform business decisions.

+ 5+ years of experience managing relationships with stakeholders, clients, and/or customers.

+ 3+ years people management experience.

**Additional or Preferred Qualifications**

+ Bachelor's Degree in a related field.

+ 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

+ 1+ year(s) people management experience.

+ Direct Sales and/or Sales Management experience highly desirable.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Keywords: Microsoft Corporation, Sacramento , Sales Excellence Leader, Sales , Sacramento, California

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